Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
Why Sales Reps Should Sell to the Whole Buying Committee
In this episode of Sales Leadership with Fexingo, Lucas and Luna tackle a common but costly mistake: selling to only one stakeholder inside a prospect organization. Using a real deal from a mid-market SaaS company that lost a six-figure contract because the champion went on leave, they break down why reps who fail to map the entire buying committee—especially the silent deciders—leave deals exposed. Lucas shares the 'committee canvas,' a simple pre-call exercise that maps influence, authority, and hidden objections across six roles. Luna pushes back on the time investment, and Lucas…
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